Trek Leisure Vacations

Situation

Trek Leisure Vacations is an Orlando-based holding company that bought five property management companies inside about six months in 2025 and kept every brand separate. Trek is not a guest-facing name; the five PMCs are. Kevin Hodgkiss (CEO, former CFO, M&A background) called 2026 the "foundation year": every PMC came off its own PMS (Streamline, Track, LiveRez and others) and onto Guesty, PriceLabs and Key Data. That migration is done and Kevin says the acquisition faucet is open again, so expect new PMCs to arrive during the year.

Their Chief Revenue Officer left and the seat is empty. You are not supplementing an internal revenue team, you are the revenue function. Jason Delvecchio runs the day to day for Trek and has one revenue analyst who spends his time stitching five PMCs' data together by hand. James Clark is COO and the five GMs report to him.

Trek chose Pacer on the depth of the work (touching the full yield stack in Guesty and PriceLabs, not just base rates), on the team model, and on the people. Kevin and Jason met Jon in person at VRMA. They like us. They also expect a lot.

Wade and Lea are Trek's main points of contact. Shaugnessy leads onboarding and will be heavily involved for the first three to six months.

Markets

Every PMC has its own Guesty account, its own PriceLabs instance and its own Key Data portfolio. Five of each. A second brand name was heard on the call as "Beyond Expectations" but is unverified. Breezeway is their ops tool and is not in our scope.

What's Broken

Nobody is running revenue and the five PMCs price on five different philosophies. The "national team" prices for heads in beds over revenue. The beach PMCs price for revenue but give homeowners a big say. Kevin and Jason want the revenue number up and have no segmented strategy to get there. Your first deliverable is that strategy, by market and by PMC, with their approval before you change anything broad.

There is no HQ-level view of the book. Guesty's analytics stop at the PMC level and Trek has no consolidated overlay, so Jason's analyst builds it by hand. Kevin wants the aggregate. Jason wants market and property level, then consolidation. The Pacer Portal was the thing both of them lit up about, and the GMs having their own portal access is, in Kevin's words, "the high value touch point."

We have no baseline. Nobody quoted an occupancy, ADR, RevPAR or year-over-year number for Trek on either call. Pull reservation history for every PMC before you form an opinion on any market.

Owner complexity is real in some markets: many one-off rules and, per Jason, homeowners who are "finicky and fickle." He called handling those one-offs one of his biggest questions. Capture every owner minimum, HOA rule and seasonal restriction in the note sheet before active management starts.

Tools & Systems

• PMS: Guesty, one account per PMC (five logins). Kevin is a Guesty fan. We work through the Guesty API with our own analytics; we do not use Guesty's optimizer or its analytics product.
• Pricing: PriceLabs, five instances. Trek picked it after a full bake-off at VRMA last year and considers it best in class. Not open to switching and not asking. We need expert access to all five so one master view covers the book.
• Reporting: Key Data, five portfolios. Pacer covers the dashboard cost. Key Data access is being set up.
• Ops: Breezeway. Not ours.

Kevin is a Key Data skeptic. He finds more value in PriceLabs market data, thinks Key Data's comp areas are wrong for Manzanita and Pigeon Forge, and dislikes the term "same store." Lead client reporting with the Portal and PriceLabs. Redraw the Key Data market areas before you show him any Key Data benchmark.

Access blocks week one. Five Guesty accounts, five PriceLabs instances and reservation history exports are all required before the onboarding clock starts. The contract commits us to finish onboarding within 20 days of receiving access and historical data, so request everything on day one and track the date.

What We Committed

• Two dedicated revenue managers on the book every day, split by brand but not siloed, with Shaugnessy on onboarding and Justin reviewing strategy
• Onboarding within 20 days of receiving access and historical data, then written confirmation (email is fine) of the date active management begins for each property
• Full revenue strategy audit per market and PMC: promotions, OTA programs, feeder ratios, fee structure in off-season vs peak, cancellation policies, fixed check-ins, yield layers. Delivered as a written deliverable plus a roughly two-hour review, then their approval before the overhaul
• Full listing audit, and we make the changes ourselves after approval: headlines, copy, photo order, captions. We send a summary of what changed and why. We flag listings that need reshoots; Trek does the photography
• A Nashville-specific strategy, and goals set per market (Jon told them not everyone wants max RevPAR, so ask)
• Weekly reviews during ramp-up, moving to biweekly or monthly once results show
• A shared note sheet for owner-mandated minimums, HOA rules and seasonal restrictions
• Data and talking points for GMs ahead of hard owner conversations. We never contact homeowners
• Portal access gated by portfolio and user profile so each GM sees only their brand
• An HQ-level aggregate view across the five portfolios. Jon said we would build it if nothing else gives it to them. This is being scoped; do not promise a date

Working With Trek

All GM and ops communication routes through Jason Delvecchio. Kevin wants a single point of contact on their side. Do not contact GMs or their teams directly unless Jason sets it up. Kevin and James join the weekly review when they want to.

• Kevin Hodgkiss, CEO. Finance and M&A background, thinks in ratios and aggregates, warm and funny, blunt. Said on the call he "loved" the Portal because "it felt like looking at a stock table." Will challenge data quality and comp sets. Does not want to nickel and dime. Treat him as a peer.
• Jason Delvecchio, your contact. Operational, detail-oriented, reads the fine print. Newer to STR, led large teams before, wants the market-by-market view and asks practical process questions: how do you handle one-offs, how long does onboarding take, what is the photo workflow. Explain the how.
• James Clark, COO. The GMs report to him. He listens more than he talks and wants the GMs supported on owner conversations.
• The GMs run each PMC, vary widely in skill per James, and "love to challenge" Jason. Per Jason, "99 percent of the time they've been right." Bring reasons, not just rates.
• Jason has a revenue analyst. Work with that analyst, do not work around him.

Week 1 Priorities

1. Request access on day one: five Guesty accounts, PriceLabs expert access to five instances, and reservation history by PMC. Log the date everything lands; the 20-day onboarding clock starts there
2. Kickoff with Jason (Kevin and James on the invite): confirm the roster by brand and market, settle the 331 vs 400 question, and agree the weekly cadence
3. Split the five brands between the two RMs with Justin and Shaugnessy, and tell Jason who owns which
4. Stand up the owner-restriction note sheet and have Jason's team fill it per PMC before any rate strategy goes live
5. Pull same-store baselines for every PMC from reservation history. No market opinion until this exists
6. Start the listing audit with Nashville and the Smokies, the two markets where the comp picture is hardest and the inventory is largest

Kickoff Call Agenda

• Roster: units by brand and market, which units are actively managed vs pipeline, and the names of the three beach markets
• Goals by market: where does Trek actually want heads in beds vs rate, and what are Kevin and Jason's revenue targets by PMC
• Routing and cadence: confirm everything goes through Jason, who attends the weekly, and how the GMs get information back
• Owner rules: how Jason's team will populate the note sheet and who approves exceptions
• Portal users: which GMs get access and to which portfolio
• Photos: who on Trek's side receives reshoot flags and how fast they can turn them
• New acquisitions: new PMCs come into scope only on Trek's written say-so, and each arrives on its old PMS. Agree how intake works before the first one lands

Special Context

Brand integrity matters. Each PMC keeps its own brand and Trek stays invisible to guests and owners. Anything a GM or owner sees carries the PMC's name, not Trek's.

Pacer owns the listing changes. Kevin asked what "you own it" meant and Jon's answer was "we don't advise, we do." After approval, you make the changes in Guesty and send the summary. Ongoing headline and copy adjustments for seasonality and events are expected, not optional.

Roadmap items were discussed and are not shipped. The seasonal photo transformation tool, the owner retention-risk score, and an exportable owner-facing summary all came up on the calls. Jon and Keagan labeled them as in progress or beta. Do not present any of them as available.

Trek keeps ownership and admin control of all credentials and can set or change pricing rules in writing at any time. Pricing inside their rules is authorized by contract. If you think a rule should be broken, escalate to Jason in writing rather than acting.